Displaying articles, webcast archives, and management tools for the category "Channel Management". Click here to see upcoming events for this category.

Webcast

Webcast • Sales Technology, Sales Operations, Channel Management, Sales Enablement

Research Update: Enabling Indirect Sales Channels

February 23, 2017

This webcast features a first look at recent research on sales channel enablement. The research examines support tactics for indirect sales channels – salespeople, agencies, affiliates, and networks engaged (but not directly employed) by vendor firms. Special focus is given to indirect s

Register to Read More of this article

Webcast

Webcast • Coaching, Sales Operations, Channel Management, Sales Performance Management

Enabling Channel Sales

September 22, 2016

Channel partners are difficult to reach, and competition for channel mindshare intense. Reaching channel sellers with messaging, training, and marketing collateral is essential to enabling a productive channel. In this webcast, we reviewed key elements of effective channel enablement str

Register to Read More of this article

Webcast

Webcast • Sales Process Management, Sales Operations, Channel Management

Pipeline Management Case Study: Aon

December 10, 2015

  Our research shows that companies spent A LOT of time managing their sales pipelines – several hours per sales rep, per month, in fact. Yet a minority of those same companies believe they are effective at the task. Inconsistent practices, poor quality deals, low close rates, litt

Register to Read More of this article

Webcast

Webcast • Strategy & Planning, Sales Force Roles, Channel Management

Research Update: Inside Sales Trends

July 21, 2014

  Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Join us for this first look at research results and expert commentary from SAP Global Vice Preside

Register to Read More of this article

Webcast

Webcast • Sales Compensation, Channel Management

Compensating Sales Channels

June 07, 2011

Online Experts' Exchange

Compensation is an important tool for managing indirect sales channels. Incentive compensation management for channels has challenges distinct from those associated with direct sales forces. As a firm's channel strategy evolves, its channel compensation schemes must re-align with new prioriti

Register to Read More of this article

Webcast

Webcast • Channel Management

Online Experts' Exchange: Managing Sales Channel Conflict

October 20, 2010

Optimizing Indirect Channels for Productivity

Managing sales through intermediaries presents a unique set of challenges for sales leaders. In this Sales Management Association Online Experts’ Panel, three perspectives are provided on optimizing sales channel productivity. Topics address include: identifying and managing channel conflic

Register to Read More of this article